2015，Enterprises above the size of the pharmaceutical industry to achieve main business income 26,88.519 billion yuan，increased by 9.02%year -on -year。According to the preliminary estimate of industry people，Of these, nearly 60%are domestic prescription drug sales income，That is, there are nearly 16,000 billion yuan prescription drug market。Most of the sales of these prescription drugs in China adopt a base price contracting mode to enter the market。

 

   & ldquo; Camp reform & rdquo; Previous，Due to the differences in local tax points，Add a large number of ticket companies to sell & ldquo; excess ticket & rdquo;，enable large contractors to pass the business & ldquo; vote & rdquo; method，Covering risk after passing high opening，Various expenses in the process of maintaining channel promotion。

 

  and & ldquo; two votes & rdquo; & ldquo; Come -increasing & rdquo;，For the pharmaceutical industry from channel to terminal，and even the entire marketing model will produce major changes。

 

  According to & ldquo; two votes & rdquo; regulations，Pharmaceutical manufacturers issue the first vote to the pharmaceutical distribution company，The latter opens to the medical institution directly to the medical institution，Compressed the circulation link。

 

  In addition，& ldquo; The implementation of the policy reform & rdquo;，Upgrade of the city's gold tax systems in various regions，All invoices are completed in the tax control system，And & ldquo; business My stake betting appStake Sports Bettingreform & rdquo; The risk of commercial vouchers under the policy is huge (the VAT invoice is linked to criminal responsibility)。VAT deduction is categorized and deducted one by one，Tickets must be strictly achieved during the process、Account、Consistent goods。For example: & ldquo; business reform & rdquo; front，Drug production enterprises can be discounted at a certain proportion on the bills when the ticket is discounted; and after the reform，Each discount must be refined to the variety，This leads to an increase in business costs。

 

  Due to the high cost of votes，Drugs enter the business from the manufacturer's high opening difficulty，The high opening part puts forward extremely high requirements for the manufacturer's financial tax processing capabilities，So simply enter the market price transparent at the bottom price，This process is not the same as the process of self -prices。With the linkage between the price of bidding platforms in various places，If there is no enough profit space for clinical promotion, especially the benefit distribution of the hospital terminal，It may eventually become a nightmare for exiting the market。In front of a pharmaceutical company, only the price of the factory can be chosen to exit the factory price。

 

  Most people will think，Such measures will force agents or natural people in pharmaceuticals (we call & ldquo; intermediary & rdquo;) disappear，However, the author's understanding is the opposite。Natural persons in the field of medical circulation, especially those in the large dwellers，Not only will not disappear，On the contrary, it will become the upstream of the supply chain, which is the focus of the medical manufacturing enterprise and the middle pharmaceutical circulation enterprise.。Those close to and master the terminal market，and can solve the agent or medical natural person who can handle large withdrawal rebates after the high opening service，The favors of pharmaceutical companies that will get more reserve prices。

 

  Two major challenges

 

  Future，Pharmaceutical companies will inevitably face the following two severe challenges:

 

  First is the ability to deal with fiscal and taxation and cash.

 

  Specifically，is under the premise of compliance with pharmaceutical companies，Whether it has fiscal and taxation matters to deal with high drug prices and the ability to quickly stake sports betting appStake Sports Bettingwithdraw the commission。In particular, the marketing cost of the rebate to the terminals in the process of the pharmaceutical sales process & rdquo;。

 

  Second is business processing ability.

 

  & ldquo; Two -vote & rdquo; Previous，Pharmaceutical companies produce medicines，If you do not have your own marketing team，Then the marketing model is concentrated in the national general agent with the packed management model (generally tends to large -scale commercial group companies)，Marketing channel design management during the period、Clinical promotion is fulfilled by the general agent。

 

  However, the implementation of & ldquo; two votes & rdquo; post -，Manufacturers to maintain the original market coverage、Guarantee drug supply，It may need to be commercially opened in cities and cities，This requires a strong business team to cover business，The difficulty of work is unprecedented，Especially the business account receivable management scattered in various cities (the reasonable account receivable cycle is good operation、Guarantee of Financial Security)。During the period, it is necessary to manage a series of previously completed management and control work in business companies。

 

  Four responses

 

  I think，Facing & ldquo; two -vote & rdquo; & ldquo; business reform increase & rdquo;，Pharmaceutical companies can try the following paths:

 

  1、Take & ldquo; integrated science and industry & rdquo; business road

 

  There are more than 4,000 pharmaceutical companies in my country，The size of the enterprise is different，For the vast majority of domestic pharmaceutical companies that use & ldquo; bottom prices & rdquo; sales model，I want to enter & ldquo in one step; the integration of science and technology and trade & rdquo; business model is very difficult。but，From the perspective of the national policy environment or market trend，The industry must be a direction that gradually tends to intensify and intensively，This is just a matter of time。

 

  From the perspective of the supply chain，Individual companies in the industry must continue to create and improve their comprehensive strength，Strengthening its own profit and anti -risk ability。

 

  Take & ldquo; Integrity of science and technology and trade & rdquo; Model continuously developing and growing Pharmaceutical companies Typical representative Yangzijiang Pharmaceutical Group Co., Ltd. is a good Stake Sports Bettingstake betting appcase。Such an enterprise，The growth gene itself has & ldquo; two votes & rdquo;，With the help of third -party logistics distribution of medicine，Operation can even be & ldquo; one vote system & rdquo; directly open the invoice to the medical terminal。

 

  Then turn your eyes to foreign pharmaceutical companies，Whether it is Astrikang、Pfizer or Roche，These foreign pharmaceutical companies except for very few very mature medicines to take outsourcing agent operations，Most of the medicines use self -built marketing teams to set up direct sales in domestic provinces。Of course，The promotion of this model is related to the performance of the drug variety in the market and the brand awareness of the brand，But the promotion attempt for this model is one of the ways of transformation of some domestic pharmaceutical companies。

 

  2. Integrated pharmaceutical agent resources

 

  With the implementation of the New Deal，More and more natural persons (people) or terminal agents will face transformation，Pharmaceutical companies can absorb it as & ldquo; quasi -sales representative & rdquo;，Make full use of its resource advantage to the terminal。According to the price of bidding varieties in various places，Directly invoiced to the local terminal business distribution company，Pharmaceutical companies based on sales volume or sales return，​​Give & ldquo; quasi -sales representative & rdquo; extract sales rebate，Various marketing expenses used in drug sales。

 

  3. Striving for tax discounts

 

  In the context of two new policies，For the upstream pharmaceutical industry of the bottom price of & ldquo; the bottom price investment agent & rdquo;，On the surface, it brings a double increase in sales，But the value -added tax paid by some at the same time increases the tax base of the enterprise。but，Due to & ldquo; business reform & rdquo; The tax incurred is the central and local divided into charges，Therefore, pharmaceutical companies can report with the local government to obtain consensus，Using relevant local or national policies to achieve tax discounts。For example: pharmaceutical industry enterprises apply for high -tech enterprises、undertake national projects, etc.，so as，Or give it a certain percentage of the tax payment of its taxes.，to reduce the tax burden。

 

  4. Carry out related cooperation projects with medical terminals

 

  With the country's transformation stake online sports bettingMy stake betting appand innovation of medical services，Especially for further promotion of patients & ldquo; contract service & rdquo;，Medical manufacturing enterprises can try to participate in the innovation scientific research project of medical institutions、Develop Internet Medical help medical institutions to establish health files and information systems such as health files and rehabilitation guidance。

 

  In addition，Under the guidance of the country's policy of & ldquo; prescription outflow & rdquo;，The outpatient pharmacy of the medical terminal will gradually exit。Enterprises can combine the actual needs of the hospital，Help it build a prescribed audit in high -efficiency ward、Drug deployment and review, and intra -hospital distribution system，Upgrade around medical services、The concept of the transformation of scientific research and innovation achievements cooperates together，and the reasonable payment of doctors' costs，Realize the win -win situation of the upstream pharmaceutical industry and downstream medical terminals。